Andrea Dugas - Sales Specialist, Software and Professional Services

I have been involved in IT since January of 2000, first as a principal in a Web Design company and then as a Consulting Practice and Relationship Manager for Commerce Solutions, a niche focused Systems Integration Company and IBM Business Partner. My next adventure led me into sales as an Account Executive for Prolifics (another IBM Business Partner) to open up the Western Region of the USA for them—both with their partner IBM and new clients.

Early 2009, I stepped back into the ring with iSOA Group, a Commerce Solutions Company as an independent consultant to help with operations. I was able to bring all of my IBM relationships back to iSOA Group and take their relationship with IBM and other business partners to a deeper level. I continue to consult in all of the areas that I have excelled in from Sales to Operations and Graphic Design.

AREAS OF EXPERTISE

• Sales Account Management
• Business Partner relationship management
• Client relationship management
• Marketing Strategy
• New business development
• Project management and delivery oversight
• Contract negotiations
• Understanding and knowledge of full software development lifecycle for IT applications
• Consulting practice development and management
• Recruiting and HR
• General operations
• Web site design and development
• Marketing Collateral and Trade Show design

AWARDS

• Leadership Award for the IBM WebSphere User Groups (led 3 groups, 2 of which I started with a total membership of around 600).

COMPUTER LANGUAGES/SYSTEMS/SOFTWARE

• Platforms: Windows and Macintosh
• Languages: HTML, JavaScript, ActionScript, Java Server Pages (JSP), CSS
• Software: Illustrator, Photoshop, Painter, Flash, Fireworks, Dreamweaver, Miva Merchant, Director, WebSphere Application Server, WebSphere Portal Server, Lotus Notes, Microsoft Office Suite, Salesforce CRM, ACT CRM, Projector and Quickarrow for time / project management.

PROFESSIONAL EXPERIENCE

Dugas Internet (August 2009 to present)
Operations, Marketing, Graphic Design and Sales Consulting

• Consulting on strategic operations management
• Consulting on marketing strategies and target market growth
• Graphic design services for trade shows and marketing collateral
• Web Site design and development including project management for enterprise IT solutions
• Independent consultant as Account Executive for technology sales
• Recruiting for technology sector (temporary and permanent placements).

iSOA Group, a Commerce Solutions Inc. Company (February 2009 - August 2009)
Operations Consultant based out of California

• Reported to the CFO of this niche consulting company focused on Systems Integration using IBM solutions.
• Managed channel relations with IBM and other strategic IBM Business Partners to further the companies reach and reputation.
• Managed marketing strategies (prospecting events, webinars, collateral and trade shows).
• Recruited and Managed Consulting bench
• Managed project delivery
• Oversaw proposals and contracts to clients
• Developed and managed RFP responses
• Managed Vendor relationships

Prolifics (JYACC, Inc. dba Prolifics) (October 2005 - January 2009)
Account Executive, Western Region

• Reported to VP of Sales for this IBM Premier Business Partner focused on Systems Integration focused on selling IBM Software solutions and Prolifics professional services for Enterprise Integration projects.
• Grew business revenue from $500K per year to approx. $7M+ per year in revenue in 2 years.
• Worked with the marketing team to identify target markets and developed/implemented lead generation strategies including webinars, demos, presentations, trade shows and seminars for new customer acquisition including cold calling strategies (I was told by my VP of Sales that consistently, I had the highest new opportunity identification throughout our national sales force).
• Researched potential customers to evaluate ability and willingness to buy as well as strategy to develop business within the prospective client's company.
• Developed new business with The Boeing Company (787 Dreamliner manufacturing floor applications), Blue Shield of California (MyLifepath portal), CVS Caremark (iScribe prescription services), American Express (Amex Global Business Travel Portal), Sutter Health (Training), Franklin Templeton (Global Payment Systems) and more.
• Continued relationship with American Presidents Line (57 application migrations) and Charles Schwab (Swiss application migration).
• Developed deep channel relationships with the IBM software sales team and worked closely in partnership with the IBM Software Group to drive new software sales.
• Software brands included WebSphere, Lotus, Tivoli, Rational and Information Management (specifically the Ascential software suite).
• Managed all stages of the sales cycle for my customers.
• Worked with clients to provide technology solutions to solve business problems as a "trusted consultant" vs. sales person.
• Developed sales proposals, presentations and pitched solutions to clients (including competitive and winback strategies).
• Managed all negotiations and contracts with the customer (proposal to contract to delivery implementation including ongoing project change requests).
• Provided customer service "oversight" on all projects sold (acted as the customer satisfaction liaison between client and delivery to make sure projects were completed on time, on budget and to client specifications while keeping the right expectations clear with customers and delivery team regarding project scope).

Commerce Solutions, Inc. (June 2002 - October 2005)
Consulting Practice Manager/Relationship Manager

• Report to CFO and CTO
• Managed all aspects of the Consulting Practices (WebSphere Application Server/J2EE, WebSphere Portal Server, and WebSphere Business Integration which includes Web Services and SOA). This includes management of the following:
• Client engagements and relationships
• Recruiting and management of consultants
• Consultant training and enablement
• Contract and rate negotiations with clients and consultants
• Sourcing for specialty skill requests.
• Managed IBM Business Partner relationship including contracts and direct relationship development.
• Developed and Managed Business Partner relationships (including a lucrative three year relationship with a retained business partner for IBM).
• General Operations
• Hire and direct office staff
• Participate in development of internal company procedures and processes
• Evaluate and purchase necessary hardware and software to support internal staff as well as consulting staff.
• Strategic Operations - organize and participate in company strategic planning and technical direction. Help to formulate and carry out company initiatives for growth, both short and long term.
• Business Development - Sales and Marketing
• Formulated Marketing Strategies
• Developed Marketing Collateral
• Planned and implemented Trade Show strategy
• Develop and deliver client presentations
• Develop and present client proposals
• Developed and maintained new and past client relationships
• Technical Support for our consultants in Front-end development (GUI interfaces, HTML, JavaScript, Flash, CSS, WPS skins and themes).

Hot Pepper Media (January 2000 - May 2002)
Principal, Project Manager, Developer, Lead Designer

• Managed company outlook and direction
• Project Manager from concept to implementation
• Lead Designer/Developer
• Business development and Client relations including cold calling, requirements gathering, proposal development and presentation
• Consulted with clients to identify needs and provide a solution carrying their vision and brand ID across all mediums including web, print and interactive CD's
• Developed and implemented marketing strategy and collateral development
• Sites included static, dynamic and interactive design
• Technologies included HTML, JSP, JavaScript, Flash and e-Commerce
• Usability studies and design for online auto quote system for F500 Insurance client

Prior to January 2000, I participated in many entrepreneurial endeavors to fund my ability to work from home and raise my three children. Direct Sales (cosmetics 5 years and Internet 3 years).Coordinated and taught all aspects of a Home Stay ESL program for foreign exchange students (approx. 8 years). I also spent quite a bit of my time volunteering on educational boards and associations (16 years). In addition to this, I volunteered for the local youth soccer league for approximately 10 years doing the following jobs: coaching, board member and team parent.

EDUCATION/CERTIFICATION/PUBLICATIONS

EDUCATION
Santa Rosa Jr. College 1999 (no degree)
Applied Graphics, Web Design/Programming and E-business Management

PRESENTATIONS / PUBLICATIONS

WebSphere Application Server Bible v4.0 - Wily Press (January 2002 - April 2002) Design, development, testing and implementation of a mock online booking and reservation web site for publication as lab source files in the WebSphere 4.0 Bible, released in September of 2002 by Wiley Press.

Designing Web Sites with IBM WebSphere Page Designer, presented at the IBM WebSphere Technical Exchange November of 2002.

Web Site Development with IBM WebSphere Page Designer, developed and taught this hands-on lab for the IBM WebSphere Technical Exchange, Las Vegas, November 2002

Global WebSphere User Group Birds of a Feather Session, presented at the IBM WebSphere Technical Exchange, San Francisco, November 2004

IBM SOA Summit Webinar, an interview, San Francisco, May 2005

MEMBERSHIPS / CERTIFICATIONS

• IBM Certified in WebSphere Sales Mastery 2007, 2008, 2009
• IBM Certified in Information Management Sales Mastery 2009
• IBM WebSphere User Group (member since 2001, leader since 2002-2005)
• Member of the Steering Committee for the Global IBM WebSphere User Groups 2004 - 2009)
• HTML Writers Guild
• IBM Developers Connection

TRAINING COURSES

• Intensive Recruiter and HR Training
• IBM Top Gun Sales Training for WebSphere